Keith Rosen's Executive Sales Coaching Blog on Selling, Leadership, Management

PODCAST: Is Cold Calling Really Dead? A View into the Mind and the Day of a Salesperson

Jul 10, 2009 Cold Calling Tips, Prospecting, Cold Calling and Networking, Sales Coaching, cold calling, podcast, sales tips, tele-sales, telesales

Listen to this podcast here.

You get to your office, sit down at your desk and open up your calendar. A concerned look sweeps over your face. “Only one appointment this week.” You look at your pipeline and get that squirmy feeling inside your gut, as you realize your pipeline is not as full as it used to be. You’re wondering where you’re going to find your next prospect.

The uncertainty begins to sweep over you. The stress starts creeping into your body, for you realize you can’t keep procrastinating making the cold calls you need to in order to book more appointments with key decision makers.

Does this situation sound familiar? As you might imagine, I’ve been getting a high volume of calls from sales managers and their salespeople struggling to meet their sales goals.

After investing several hours cold calling, this experience can leave you feeling depleted, frustrated and annoyed. You don’t understand why you’re unable to set the appointments with the prospects who you know you can help and therefore need to meet with. You ask yourself, “Why won’t they talk to me? I know I can help them. If only they’d give me some time on the phone.”

In desperation, you cry out, “This cold calling thing doesn’t work for me! What else can I do to schedule meetings with more qualified prospects who can buy from me?”

In this podcast, I paint a visual of the typical scenario being played out through the eyes of a salesperson; one that you may be intimately familiar with, while addressing the question, “Is cold calling really dead?”

You can tune in and listen to this podcast here.

NOTE: Given this page is updated often, this podcast may not be listed as the most current one on the top of the list of podcasts.

Side note: Over the last year, my cold calling book has been gaining a renewed popularity as competition increases and the need to find more qualified prospects to fill your pipeline intensifies. So, if you’re ready to develop a permission based prospecting system then check it out here.

Tags: cold call, cold calling, podcast, prospecting, selling tips, telesales